We’ve narrowed down 100 nominations to bring you 26 B2B innovators who have been leading the charge in creative revenue generation. Now it’s up to you to choose who will be crowned as an Innovator of the Year at the B2B Sales & Marketing Exchange event on August 8-10 at the Encore Boston Harbor.
Below you’ll find a short snippet detailing the coveted success and innovation these marketing and sales professionals have accomplished. Check them out below and cast your vote before the July 27th 5:00 PM ET deadline! Demand Gen Report will then spotlight the most voted finalist as this year’s Innovator of the Year at our Best In B2B awards ceremony at the event.
Click to learn more about each B2B innovator.
Peter sees an opportunity to differentiate Wipro from competitors by owning a whitespace that is much more anthemic, inspiring and powered by aspirational human ideals rather than utilitarian transactions. The team’s innovative strategy is to draw inspiration from best-in-class B2C technology companies to stand out in a traditional B2B enterprise technology marketplace by telling an emotional story that’s both human-centric and inspiring. The campaign has received kudos from the analyst community, partners and from internal teams around the world.
Heather has been a channel marketing leader for Dell over the past 11 years and her team’s work on the Dell Work Reimagined website has set a new expectation for channel engagement. She spearheaded the development of an interactive 3D website containing five virtual environments to explore. Each virtual environment features products and room design to align with a designated persona and/or attach products. Since launch, the site saw 2,900 registered users, 7,816 site sessions, 391 asset clicks, an average of 3 pages per session and 3:00 average time on page.
Nicole has a unique passion for tackling the most complex challenges in B2B marketing and ABM. For the company’s first ABM program in 2021, Nicole built a custom ABM intent and data dashboard, bringing all their siloed intent data together with a custom scoring model that helped them identify who’s in-market and what they’re engaging with. With better data, better targeting and personalized messaging, Nicole helped Alation build brand awareness and drive pipeline growth. The ABM program realized a 73% uplift in opportunities compared to the previous year.
Heather has pioneered a data-driven ABM approach that combines deep intelligence into the accounts operating out of ServiceNow’s West Coast buying center with robust orchestration, personalization, and collaboration capabilities. Her innovations have allowed the field marketing organization to speed time to market, pipeline and revenue – and build new levels of trust and partnership with the sales team. Under Heather’s leadership, ServiceNow’s field marketing team has also doubled down on true collaboration with sales, not simply alignment, to drive ABM success and drive $5.9 billion in global annual revenue.
Christian is a Sales Driver at heart. He has led the AMER Social Selling program for 2 years with great success. He leads trainings with Sales Directors, VPs, including groups of 30-40+ salespeople at a time. He adds value for these teams and showcases the benefit of their marketing engine. His energy, passion, and enthusiasm cause many salespeople to request LinkedIn Sales Navigator licenses after each training, and he is currently working to scale the program globally.
Kate runs the Digital Operations and Technology team at Lumen. When she started, she was a team of one surrounded by a lot of data driven men. The team she built over the past 5 years has brought in women from different ethnic, religious and sexual orientation backgrounds. She has embraced educational diversity, bringing on people without a marketing degree and allowing people to show new ways of thinking and new operational approaches.
Robert J. Gorincen
Within 3 months of being hired, Robert grew the marketing team by 300%, all of whom work remotely across the US. Despite the “great resignation” that saw high numbers of people changing jobs, his team continues to see a 100% retention rate. In addition, all key marketing initiatives and goals were achieved with 22,971 social impressions, 3,538 social followers, 16,814 website visits, 185,274 emails delivered and 15.76% open rate. These results are an indication of a highly engaged and high performing team.
Santosh developed an aggressive Marketing Strategy in April 2020 and decided to go back to our customers with specific solutions to deal with lockdown consequences and undertake R&D projects that would help TATA empower its customers for success in the new normal. Thus, a new ABM strategy was developed with four specific levers.
Prior to the launch and implementation of Sarah’s ABM program, 55% of pipeline came from accounts that are now on Qualified’s ABM target account list. Almost eight months later, 80% of inbound pipeline comes from target accounts, an optimal situation for any marketing team because that means prospects are qualified, translating to better deals.
Being a lead contributor for Integrate’s category launch around Precision Demand Marketing, Tabitha took the initiative to ensure all our efforts were centered around what the buyer would need to understand instead of centering on Integrate’s platform. She frequently “pauses for reflection” within her marketing work — ensuring efforts reflect the latest working trends in marketing and incorporates more of the customer or ICP voice instead of relying on traditional marketing frameworks that only tout the voice of the product/platform.
Zoom Video Communications